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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in leading sales teams, executing strategic sales plans, and achieving financial objectives in the IT security sector. Proficient in building relationships with clients and channel partners while navigating complex sales cycles and delivering high-level presentations.
Highest-signal resume keywords
Enterprise Software SalesLeadership and Team ManagementSales Methodology ExpertiseChannel Partner EngagementInformation Security Knowledge
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Sales ForecastingBudgetingSales Cycle ManagementDeal ClosureCustomer Relationship Management
Soft Skills
Exceptional LeadershipCommunication SkillsDetail OrientedRelationship BuildingAdaptability
Tools & Technologies
Salesforce
Industry Keywords
IT SecurityCybersecurityNetwork ArchitectureSales ObjectivesEnterprise Organizations
Tech Stack
Tools & technologiesCyber Security
About the role
Key responsibilities & impact- Lead a team of Commercial Account Executives and support the full sales cycle for organizations with IT security needs
- Identify prospects, understand their challenges, and demonstrate how Delinea solutions enhance and simplify IT security
- Work directly with clients and through channel partners to close deals and deliver Delinea’s product suite
- Recruit, orient, train, assign, schedule, coach, counsel, and discipline employees in assigned districts
- Communicate job expectations and review employee contributions and compensation actions
- Achieve regional sales operational objectives through strategic planning, action plans, productivity and customer-service standards, problem resolution, trend identification, and process improvements
- Meet regional sales financial objectives through forecasting, annual budgeting, expenditure scheduling, variance analysis, and corrective actions
- Establish sales objectives and create a regional sales plan supporting national objectives
- Maintain and expand the customer base by supporting Enterprise Account Executives, building key-customer relationships, and identifying new opportunities
- Recommend product lines and service changes based on customer needs, trends, and competitor tracking
- Define go-to-market strategy and establish and develop the regional team
- Support and close deals with Enterprise Account Executives and Account Executives
- Consistently meet or exceed objectives and sales targets
- Drive opportunity creation through partner/end-user engagement and deal-registration efforts
- Stay current with cybersecurity industry changes and trends
- Report to the Vice President, Commercial Sales
Requirements
What you’ll need- Experience as an enterprise software sales executive selling to a corporate IT audience
- Bachelors degree or equivalent
- Exceptional leadership and people skills with proven success leading a regional team
- Classic training in a proven sales methodology (i.e., Miller Heiman Strategic Selling, MEDDIC or similar)
- Experience working with Channel Partners
- Ability to conduct both executive level presentations and high-level technical presentations
- Experience cultivating and controlling complex sales cycles with audiences of multiple stakeholders in Enterprise organizations
- Track record of success in identifying, cultivating and closing five to six figure+ transactions
- Ability to work and sell in a highly collaborative teamed environment
- Detail oriented, relationship-building skills, and a focus on a high level of customer service
- Excellent written and verbal communication skills
- Positive attitude and “love of selling”
- Proven ability to handle, adapt, and overcome change
- Focus and time management skills to work remotely
- Experience using Salesforce (bonus)
- Working knowledge of Information Security and/or Network Architecture (bonus)
- An established book of business in the region (bonus)
- Ability to complete a comprehensive criminal background check, verification of education, and verification of employment upon conditional offer
Benefits
Comp & perks- Equity
- Performance-based bonus plans or role-based incentive programs
- Healthcare insurance
- Pension/retirement matching
- Comprehensive life insurance
- Employee assistance program
- Time off plans
- Paid company holidays
- Career progression opportunities
- Meaningful work and a culture of innovation